At Which Stage in the Personal Selling Process Would the Salesperson

question 43

Multiple Choice

At which stage in the personal selling process would the salesperson obtain further information about the prospect and decide on the best method of contact?

• A) prospecting
• B) preapproach
• C) approach
• D) presentation
• E) close

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Definitions:

Social Pressures

The influence that is exerted by society on individuals that encourages them to conform to certain norms or behaviors.

Cultural-Transmission

The process by which culture, including knowledge, customs, and values, is passed down from one generation to the next.

Deviance

Behaviors or actions that violate societal norms or expectations, which can range from minor to serious offenses, eliciting social reactions.